Tag Archives: Leadership Selling

What separates the very best sales professionals from everyone else? I’ll give you one hint: it’s NOT their circumstances. It’s not that they have a better product or a better situation than everyone they’re selling against. So what is it? Well let’s talk about a song by Tim McGraw that gets to the heart of it. It’s about what drives and motivates us as humans. It’s a little thing called desire and the song is called “How Bad Do You Want It?”

Yes, I AM from Texas, but no, that’s not why I like this song. I’m not even a big fan of country music. But with lyrics like, “Are you hungry, are you thirsty? Is it a fire that burns you up inside?” this song is in a category all its own. It speaks to me.

It relates to what’s going on in the marketplace right now. I am not one to listen to sales professionals or sales managers talk about all the things that get in their way of what they want. I’m much more interested in hearing what they’re going to do about it. Do they want it? Do they want it enough that they’re “eating, drinking, sleeping with that one thing on their mind?”

So what do I think separates the top one percent of sales professionals? That basic, common drive that comes with desire.

“Because if you want it all, you gotta lay it all out on the line.”

How will you (or did you) lay it all out on the line today to get what you want?

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Here is my number one rule of selling: Make it easy for me to make my money yours. I don’t want to have to jump through hoops to fork over my cash. Lead me and the sale is yours.

When my wife Shelly and I went shopping for a flat screen TV, washer, dryer, and refrigerator at Best Buy, we had a sales professional who wasn’t afraid to lead. I loved every minute of the experience.

First, we couldn’t decide between two refrigerators. We liked one with French doors and large drawers, but it was a little small on the inside. The other was larger inside but lacked the kind of drawers we liked.

Mike, our sales professional, asked a few questions about our kitchen and entertaining habits. He uncovered that Shelly uses large platters that wouldn’t fit well in the first option, so we decided on the second.

X-Factor Sales Professional Example 1: He asked the right questions and we decided that the large inside space was preferable for our needs.

I then mentioned that we were interested in flat screen TVs and he said, “Okay, I’ll meet you in the TV section after I write this up. When do you want the refrigerator delivered?”

X-Factor Sales Professional Example 2: He assumed the sale.

I had seen one TV advertised that I liked and Mike said, “That’s a good one, but Samsung makes a higher end one that I want to show you.”

He used a mock-up fireplace to show which TVs would look best in our space and we got it down to two options. The Samsung was more expensive but also had many features. The other was less expensive, but you had to add on the features (like 3D glasses and internet).

So he told us to go sit on the comfy leather chairs while he tallied up the differences. “That way, you can compare apples to apples,” he said.

He showed us that the Samsung was only $30 more but it came with internet, which the other didn’t offer. That was that–the Samsung will soon be over our fireplace.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

When my wife and I find a babysitter, get all dressed up, and go to a swanky restaurant; we expect an experience. We’re not talking about a drive-thru burger joint with the kids or a quick meal to fill our bellies before moving on to the next thing, we’re looking for an evening out to enjoy each other’s company over a divine meal.

So when I recently asked for a recommendation at a fancy downtown eatery and heard, “It’s all good,” I was more than a little annoyed. I thought about the training courses my server had taken about steak preparation and which wines complement which flavors, and about the fact that she was required to taste every item on the menu before waiting on her first table; and I was seriously disappointed by her lack of leadership.

I was dropping big bucks and wanted to know the one item that would blow my socks off or the meal that my server would order if she were sitting down to dinner herself. She had the training and knew the menu best. I wanted her to lead me to a fine dining experience. But she refused.

As a sales coach, I often see sales professionals who are timid about sharing what they know or more concerned about being a client’s friend than leading them to a solution.

You are a follower. That’s right—I’m talking about you. When you approach tax accountants, financial advisers, and any other area you’re unfamiliar with, you want to follow someone with confidence and expertise. You want an expert. Your prospects do too.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

One of the things I find funniest about the Leadership Selling program is that it’s easier for new salespeople to pick up than for veterans. The program is based on the simple premise that salespeople are the difference makers in the sales process and that they have the ability to influence a buyer’s decision.

Often, established salespeople stubbornly insist on doing exactly what they’ve done for years and then complain about the market or the fact that they’re not getting results.

Even when I show them evidence that companies and individuals who have embraced the principles of Leadership Selling are selling more, they refuse to accept it. Without even trying, they say, “That doesn’t work in this market” or “Our buyers are different and those techniques won’t work.” They quit without giving themselves a chance to succeed.

Meanwhile, as their more-experienced colleagues are fighting me and resisting change, the amateurs often embrace the ideas, put forth maximum effort, and become X-Factor sales professionals.

Usually, when they see new people outperforming them, the other half of veterans have enough humility to accept that there might be a better way. They change their ways and improve.

The only kind of recession that limits us from reaching our potential is a recession of the mind! Remember, when you change the way you look at things, the things you look at change.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Sharp choices in target marketing (effort), will give you a greater return on your investment (outcome). Know your audience and their needs. If you can tap into their “why” for buying, and present to them value and a solution, then there’s no reason you shouldn’t get the sale every time.

Here’s to earning what you’re worth!

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JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Are you comfortable expanding your comfort zone? In his latest article in REALTORMag, Jason Forrest discusses the importance of expanding your comfort zone for growth. Read an excerpt below:

“Everyone’s comfort zone changes over time. If you stay inside your comfort zone, it will shrink. On the other hand, if your step outside of your comfort zone, it will expand to re-encompass you. That’s just the way comfort zones work. Understanding this principle is important to continual growth.”

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

I talk a lot about leading the sales process (it is your job, after all). But clients often ask how to create urgency professionally (i.e. without coming across as a pushy salesperson). This is a good question and close to my heart as a sales professional and trainer.

It’s simple. If your primary concern is to help improve your customer’s lives, that genuineness will come through. But if your main interest is pushing a customer toward your solution so you can improve your own bank account and add a tick mark to your sales numbers, that will come through, too.

Influencing a person’s decision is about is not about forcing them to go your way with pushy or unethical practices, it’s about getting inside their heads to understand exactly what they need and how you can fill that need.

Urgency isn’t “interest rates are rising so you better buy” or “buy today or the incentives are gone.” Urgency is about walking through each of the customer’s problems and how you can solve them.

For example, demonstrate your product and talk about how they’ll actually use it in their lives–whether it meets their needs or not. It’s appropriate (not pushy) to ask, “What is this product missing?” or “How does this compare to the other options you’ve seen?”

At Forrest Performance Group, our mission is to bring back the pride, purpose and respect to professional sales. You can do that by seeing your role as leading (not pushing) your clients to a better life—the one they came to you looking for.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Unicorn meat tastes like rainbows, sunshine, and sparkles, but don’t expect it to fuel your next marathon.

Big-ticket buyers who pursue the mythical “perfect” home or car will be left similarly lacking. Often, before they even set foot in a model home or car lot, buyers feel like they know exactly what they want, and often, it doesn’t exist.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

That third point especially strikes a chord with me about the X Factor’s goal of becoming the best version of himself. McConaughey stated that his hero will forever be himself in ten years because it gives him someone and something to continually chase.

This is the X-Factor mentality: the inner-voice that says there is always room for growth.

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JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.